When Procurement Says “The Competitor Is Cheaper”
Recall the core response pattern for a late-stage “competitor is cheaper” procurement objection.
Late-stage procurement Use when procurement or finance compares your price directly against a lower-cost competitor late in the deal. Your competitor is cheaper. Why would we pay more? You say Fair question. Teams usually pay more when the cost of slow adoption, extra admin work, or a messy rollout is higher than the subscription gap. Do not jump straight to “we have more features.” That argues product before you know which cost matters. The response validates the concern, reframes to total operational cost, and opens room for proof. What the buyer is comparing What frame are you inviting? The goal…
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